As a Business Development Manager, you will lead and empower a team of Business Developer Promoters to drive driver acquisition through offline, high-impact channels. You’ll design and execute city- and region-specific strategies that strengthen our market leadership, expand our footprint, and fuel sustainable growth.

This role combines strategic vision with hands-on execution: analyzing market opportunities, activating local partnerships, holding your team accountable for results, and ensuring that our driver base grows in both quantity and quality. Your leadership will be key to setting ambitious targets, breaking into new areas, and creating repeatable playbooks for regional expansion.

Key Tasks & Responsibilities

• Lead and foster a high-performance culture within your team, driving accountability, continuous improvement, and professional growth.
• Execute local go-to-market strategies with excellence, ensuring Business Developers deliver top standards in outreach, onboarding, and offline engagement.
• Identify, activate, and optimize offline acquisition channels (e.g., events, partnerships, grassroots campaigns) tailored to each city/region.
• Build and maintain strong local partnerships with institutions, organizations, and community stakeholders to expand acquisition opportunities and strengthen DiDi’s presence.
Translate market insights into action by deeply understanding driver motivations, competitive dynamics, and regional nuances—turning them into clear, results-driven playbooks.

Key Competencies

Strategic Vision & Execution

• Hunter mindset with determination to exceed acquisition targets.
• Strong understanding of KPIs (sign-ups, activations, CPA) and ability to align local strategy with business goals.
• Data-driven execution with playbooks, SOPs, and tactical adjustments.

Leadership & Team Development

• Lead, coach, and inspire a team of Business Developer Promoters to peak performance.
• Recruit, train, and develop talent while fostering accountability and ownership.
• Promote a culture of collaboration, resilience, and continuous improvement.

Operational & Analytical Management

• Analyze acquisition funnel metrics to identify gaps and opportunities.
• Leverage dashboards/CRM to drive data-informed decision-making.
• Ensure accurate reporting, pipeline management, and tactical execution.

Cross-Functional Coordination

• Collaborate with Operations, Marketing, Legal, and Support for seamless onboarding.
• Channel market feedback into product, marketing, and operational improvements.
• Align local execution with regional strategic priorities.

Market Presence & Leadership

• Represent DiDi as a trusted leader in the driver community.
• Build partnerships with local stakeholders and institutions to unlock growth.
• Strengthen DiDi’s visibility and credibility as the platform of choice.

Soft Skills & Leadership Attributes

• Adaptability, integrity, and resilience in fast-paced environments.
• Hands-on, detail-oriented, with strong collaboration and communication skills.
• Relentless drive to succeed and deliver outstanding results.
  

Must-Haves

• Bachelor’s degree or above in Business, Economics, Marketing, or related field.
• Fluent in Spanish and English (spoken and written).
• 5+ years of experience in business development, field sales leadership, or commercial operations.
• Proven hunting experience with a strong track record of acquiring new business/drivers/customers through offline channels.
• Demonstrated success in managing and coaching Business Developers (BDs) or field sales teams, with measurable performance improvements.
• Strong analytical and strategic thinking skills with the ability to interpret KPIs and drive execution.
• Proficiency with CRM platforms (e.g., Salesforce) and advanced Excel/Google Sheets.
• High resilience, adaptability, and a hands-on leadership style in dynamic, competitive environments.

Nice-to-Haves

• Prior experience in mobility, ride-hailing, logistics, consumer goods, or other high-growth, field-intensive industries.
• Experience scaling driver, merchant, or customer acquisition programs in multi-city/regional contexts.
• Deep understanding of local markets and ability to leverage community networks for acquisition.
• Familiarity with building and optimizing offline go-to-market playbooks for new markets.
Proven ability to influence cross-functional teams and senior stakeholders.

• We create customer value – We strive to always create valuable experiences for our users in everything we do. Our focus is to always innovate new experiences that are safe, pleasant, and efficient.
• We are data-driven – We are strong believers in making informed decisions, that’s why we are data-driven. We can better navigate the business landscape strategically by analyzing valuable metrics.
• We believe in Win-win Collaboration – Success is a team sport. When we work to help our partners and colleagues win, we win, too. While keeping everyone's best interest at heart, we communicate with candor and execute with excellence in all we do.
• We believe in integrity – Integrity is at the very core of our business. We are people who always want to do the right thing. Our intentions are sincere, we speak our minds and listen to each other.
• We always strive to do better. That means venturing beyond our comfort zones, learning from our mistakes, and helping each other grow.
• We believe in Diversity and Inclusion – Diversity is one of our biggest strengths. Our differences are what makes us distinct. We respect each other and believe in equal opportunities for all.